With today's more empowered, skeptical and frugal buyer, a condition we call Frugalnomics, it is imperative that sales and marketing evolve from pitching product pitches to communicating and quantifying value and ROI.
This blog is dedicated to bringing value to every customer conversation, discussing next practices in value messaging, tools and training for B2B marketing and sales.
The Frugalnomics Survival Guide book is available at: http://FrugalnomicsSurvivalGuide.com

Wednesday, July 15, 2009

Provides quantifiable proof to customers of the realized ROI from prior VMware deployments.As IT professionals complete their first wave of data center server virtualization, in order to progress further, it is vital that return on investment proof points be provided to justify further consolidation to frugal executives.

A new tool developed by Alinean helps VMware quantify the savings and return on investment from VMware server virtualization. Assessing the savings quarter by quarter, in minutes a VMware sales professional or channel partner can develop a report card on the value VMware has delivered.

This new tool will help VMware quantify realized ROI for its ROI guarantee program, a groundbreaking ROI service level agreement to assure up-front that customers achieve promised savings: http://www.vmware.com/company/news/releases/guarantee-program.html

Microsoft's Assessment and Planning Toolkit (MAP) can be used by organizations to monitor and assess servers for virtualization. Discovering server assets and then monitoring utilization, the real world performance information is used to help IT teams assess the best potential candidates for virtualization, and determine the best configuration for host servers. Using this real world asset and performance information, imported into the Alinean developed Microsoft Integrated Virtualization ROI Calculator, provides more accurate assessment of true total cost of ownership (TCO) savings and ROI advantages of Microsoft's Hyper-V, System Center Virtual Machine Manager, and integrated virtualization solutions.

A featured resource for Microsoft channel partners, the toolkit developed by Alinean helps partners determine the business case for launching new Microsoft based practices.

Microsoft channel partners can use the new Partner Profitability tool to assess the potential revenue, investment, costs and margin of driving new practices with Microsoft based technology. The toolkit can analyze the potential for partners adding one of several new solution set offerings to their portfolio, including: Business Intelligence, Enterprise Content Management, Portals and Collaboration, Enterprise Search, Unified Communications, Hosting, Business Productivity Suite, and CRM online. The tool produces a complete business plan and pro-forma for whether the new solution practice makes sense.The Partner Profitability toolkit is available at:

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About Me

Tom Pisello, The ROI Guy, is a Serial Entrepreneur, Author and CEO / Founder of Alinean, a developer of B2B value selling and marketing messaging, tools and training.
Tom’s value storytelling and financial justification (ROI / TCO) experience began in 1993 with his first entrepreneurial venture, Interpose, acquired by Gartner in 1998, where he served Gartner as a Managing VP.
Post Gartner, Tom has been responsible for launching and accelerating several innovative companies including Full Armor and Connotate Technologies.
Tom holds a BS Electrical Engineering from SUNY at Buffalo, and a mini-MBA from the Crummer School of Business, Rollins College.
Read his latest book on Amazon: The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More (http://www.FrugalnomicsSurvivalGuide.com)